AFM280 Lecture 20: Power, Influence and Negotiation

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Power: the ability to influence behavior of others and resist unwanted influence of others. Types of power : you can have all types of power but hard to identify what power influences you. Legiti(cid:373)ate po(cid:449)er: (cid:862)for(cid:373)al authorit(cid:455)(cid:863) deri(cid:448)ed fro(cid:373) the positio(cid:374) of authorit(cid:455) i(cid:374) a(cid:374) orga(cid:374)izatio(cid:374). Can only exercise what is allowed within their scope of job or roles. Can be week if exercised ineffectively: reward power: based on control of resources or benefits, coercive power: based on the ability of hand-out punishment. Like manager de(cid:272)ides to fire, de(cid:373)ote or suspe(cid:374)d pa(cid:455). It"s a poor form of power because it make other think negatively of you. Personal power is also a form of organizational power: expert power : based on expertise and knowledge. When people have high performance, ability of solve problems, or specific knowledge to accomplish tasks, they can influence others who need that expertise: referent power: based on charisma and attractiveness of leader.

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